Michael Johnson
Charlotte,NC
Summary
EXECUTIVE PROFILE
Senior commercial executive with a consistent track record of driving revenue growth, expanding market share, and improving profitability across industrial and capital equipment businesses. Extensive experience operating within European-headquartered organizations, effectively aligning North American strategy and execution with global objectives, governance, and brand standards. Proven ability to scale organizations, lead multi-channel sales strategies, and execute transformational initiatives in complex, matrixed environments.
Overview
2027
2027
years of professional experience
Work History
Commercial Director
Biesse America
Charlotte, NC
2022 - Current
- Analyzed market trends and developed targeted sales plans to optimize market penetration and boost revenue.
- Facilitated collaboration among diverse teams to drive efficiency improvements.
- Created and established key performance indicators to assess and drive sales team productivity.
- Managed North American commercial operations, ensuring seamless collaboration and alignment among 25 direct reports and 28 distributors within a multi-channel sales framework.
- Drove revenue growth of 22% and improved profit margins by 3% to align top-line expansion with disciplined financial practices.
- Transformed commercial organization to better meet market demand, focusing on improved scalability and enhanced accountability in operations.
- Led execution of global rebranding initiative aimed at reinforcing regional market presence and maintaining cohesive brand identity.
- Analyzed distributor performance metrics and refined channel strategies to maximize market reach and partner efficiency.
VP of Sales
Biesse America
Charlotte, NC
2012 - 2022
- Implemented strategies to expand market coverage, enhance sales execution, and scale operations, driving a 42% increase in revenue.
- Cultivated and led high-performing teams, resulting in a 25% expansion of commercial headcount through targeted talent acquisition and development strategies.
- Collaborated with global steering committee to identify and deploy Salesforce CRM, aimed at improving pipeline visibility and forecasting precision.
- Developed and introduced a targeted commercial training initiative focused on elevating team performance and maintaining consistent standards.
- Analyzed market trends and developed sales strategies to effectively boost revenue in critical market segments.
- Facilitated collaboration among diverse teams to enhance customer engagement and streamline service delivery processes.
Brand Sales Manager
Biesse America
Charlotte, NC
2006 - 2012
- Formulated and executed sales strategies to elevate brand visibility in target markets.
- Led cross-functional teams in harmonizing marketing efforts with sales targets to enhance overall business performance.
- Evaluated customer feedback to enhance product offerings and elevate customer satisfaction.
- Established relationships with key stakeholders to drive brand loyalty and growth.
- Directed North American sales strategy for key technology segment, overseeing direct and distributor channels.
- Launched new product line, scaling revenue from $0 to $12M annually within three years.
- Increased bottom-line margin by 2.5% annually through pricing strategy and product mix optimization.
Direct Sales Agent
SCM Group
Little Rock, AR
2000 - 2006
- Direct Customer engagement through effective communication and product demonstrations.
- Developed product knowledge to effectively promote sales and increase revenue.
- Developed strong rapport with clients through consistent follow-up, resulting in increased repeat business.
- Managed a five-state territory (LA, AR, MO, OK, KS) as an independent agent.
- Grew revenue from $1.1M to $6.5M, significantly expanding regional market share.
- Generated and managed the largest single order in company history at the time.
- Served as Chairman of the Distributor Steering Committee, influencing channel strategy and partner alignment.
Solid Wood Manager
SCM Group
Atlanta, GA
1998 - 2000
- Developed training programs for staff, elevating team performance and ensuring compliance with safety standards.
- Analyzed performance metrics to identify areas for improvement and drive strategic initiatives within the organization.
- Managed comprehensive portfolio of solid wood products, ensuring alignment with regional market demands in North America.
- Achieved 32% departmental growth over a 2.5-year period.
- Directed product training and commercial support initiatives.
- Enhanced customer satisfaction by resolving disputes promptly, maintaining open lines of communication, and ensuring high-quality service delivery.
Product Specialist
SCM Group
Atlanta, GA
1996 - 1998
- Analyzed customer feedback to enhance product features and improve user satisfaction.
- Collaborated with cross-functional teams to streamline product launch processes
- Developed training materials for new product offerings, enhancing team knowledge and support capabilities.
- Conducted market research to identify trends and inform strategic product development decisions.
- Drove revenue growth from $650K to $10.5M through strategic market adoption initiatives.
- Exceeded yearly margin objectives to enhance overall profitability.
Education
Bachelor of Science - Business Administration
University of Arkansas
Fayetteville, ARBusiness Administration
Arkansas State University
Jonesboro, ARSkills
- Training and mentoring
- Onboarding and coaching
- Team building
- Strategic planning
- Sales skills
- Sales management
- Forecasting
- Market identification
- Commercial strategy development
Timeline
Commercial Director
Biesse America
2022 - Current
VP of Sales
Biesse America
2012 - 2022
Brand Sales Manager
Biesse America
2006 - 2012
Direct Sales Agent
SCM Group
2000 - 2006
Solid Wood Manager
SCM Group
1998 - 2000
Product Specialist
SCM Group
1996 - 1998
Bachelor of Science - Business Administration
University of Arkansas
Business Administration
Arkansas State University